The Center for Sales Strategy Blog

I think you will agree with me that your success in securing appointments will be directly proportionate to how compelling your message is to your prospect.  We always recommend you develop a very strong valid business reason regardless of how you deliver it.

If you’ve come to realize that the amount of time you’re spending to “manage” an incessantly needy client far outweighs the amount of revenue they represent for your company… it's time to think about firing them. 

I see this happening all the time. You may not stop to think about it, but it’s probably happened to you. 

On a recent market assignment, I overheard a group of salespeople talking about a sales contest. More precisely, they were complaining about a sales contest.

A couple of months ago, I registered to compete in a triathlon. As I began training for the three-sport event, I quickly began to notice similarities between how I was preparing for the race and sales. So what do they have in common? More than you might realize… let me share my story with you.

If you were to ask 100 salespeople why they hate sales meetings, and then take all of their reasons and put them in a giant pot, fill it with water, and turn up the heat… the myriad of responses would all boil down to one and only one reason; they believe they’re a waste of their time!

The best B2B salespeople use a sales strategy that includes personal positioning. Here’s how you can get into this game and attract new business prospects:

During a recent workshop, I played the part of the prospect as one seller after another approached me with their list of needs analysis questions. And almost without exception, the sellers' priority seemed to be getting through the list of questions they and their team had prepared, rather than harvesting the information I was hoping to offer.